• Snowstorm & Weather Apps Explain Why 75% of Sales Forecasts are Wrong

    • March 16, 2023
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    As a Nor’Easter barreled across Central Massachusetts today, a few interesting storm-related happenings were analogous to some sales-related occurrences. This article will explore two weather-related analogies:

    It’s in 3D – Dinger the Dog and his choice of Doors
    The Magic of Weather Apps

    I’ve written about Dinger, our six-year-old Golden Doodle, several times.  The most popular article was when I claimed and proved that Dinger’s listening skills were better than those of salespeople. 

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  • Change in Approach Leads to 304% Increase in Sales Effectiveness

    • September 9, 2019
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    You’re famished and someone suggests that you go on a 2-day fast!

    You’re late, it’s a two-hour ride by car to your destination and someone suggests that you walk!

    You’re exhausted and ready for a nap and someone suggests you should clean out your basement!

    You’ve decided to eat better and lay-off carbs, and someone suggests ordering pizza!

    These are all crazy opposites of what you were focused on and they cause you to ask, “whaaat?”

    So now you’ll understand how I responded when, during a two-day training program, I was asked about messaging for a talk track.

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  • Talking – 4th of the 10 Kurlan Sales Competencies That are Key to Building a Sales Culture

    • October 14, 2009
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Today, as part of my continuing series on the 10 Kurlan Sales Competencies That are Key to Building a Sales Culture, I present:

    #4 – You Can Talk – It’s Your Mind that Has to Shut Up

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